Only a person is characterized by such needs as aesthetic, intellectual, creative, the need for self-realization (spiritual needs), the need for work. Expansion of customer needs

A person as a living organism receives part of his needs genetically. These are mostly organic needs. All other needs are formed and developed in the process of human life. The formation and development of needs acquired in the process of life begins at about 1 year old, when the child, mastering speech, gets the opportunity to communicate with surrounding adults. At first, an adult consciously teaches a child to use those objects that people use to satisfy their needs. As a result, the child begins to form his own material and other needs. At the same time, with the help of adults, the child learns human ways of satisfying his needs. Approximately by the age of 3, there are already quite a few actually human, material needs. Then the process of development of social needs begins. Its beginning falls on a period of life when children show interest in collective games, and they are actively and with pleasure involved in such games. This happens around 3-4 years of age. Participating together with peers and adults in group types of play and other activities, children begin to realize the importance of human relationships and the position that a person occupies in the system of these relationships. Accordingly, children begin the process of forming such social needs as the need to achieve success, the need to establish good relationships with people, the desire to be a leader, attention, recognition, respect, encouragement from people around them, and a number of others. At the same time, there is a process of formation of needs for specific social skills and abilities, thanks to which it is possible to satisfy social needs. Among them is the ability to correctly perceive and evaluate people, communicate with them, influence them, take on certain social roles and successfully cope with their implementation. When a child enters school, old needs continue to develop and new needs begin to form. By this time, in particular, the beginning of the active formation of the need for knowledge and labor skills is timed. The school contributes to this with greater or lesser success, developing the corresponding needs in the child. In the same period of life, most children, under the influence of training and education, begin to form needs for creativity; their development is also actively supported by schooling. Adolescence usually marks the beginning of the formation and development of needs for self-improvement. It is no coincidence that many teenagers begin to engage in physical culture, physical self-improvement, attaching special importance to this. This process continues in the upper grades of the school, additionally generating in high school students the need for intellectual and moral self-improvement. Thus, the process of formation of the entire complex system of human needs takes a rather significant period: from 2-3 to 15-16 years. By the time they leave school, the basic human needs of children have already been formed. True, not all human needs at this age are available to all children without exception, and not all these needs are equally significant for every child. Already at this time, there are large individual differences among children in the system of their interests and needs. In childhood, the process of development of human needs is not completed, it continues further. How this process will go on, and what new needs will form in a particular person, already depends on his own, individual experience and lifestyle. But in any case, no matter how his future life develops, a person acquires part of his new needs after graduation from school.

Expansion of customer needs - this refers to a series of operations that contribute to awakening in a person the desire to buy the offered products. Today we will talk about how to form a customer's need for what you are selling.

How customer needs are formed

There is, of course, a separate caste of people called "shopaholics", who practically do not care what to buy, the process itself is important. To sell something to an ordinary person, you need to know what he needs. Therefore, the development of needs begins with. A good seller, when communicating with a buyer, will have a productive conversation, during which it will be clear what is better to offer a person.

For this, leading questions are used. If a (potential buyer) has looked at the site/shop, he has already expressed his interest in the product that you have. Once the need is identified, a person can sell anything. It is important to build the right presentation of the product. Let's look at an example of how the customer's needs are formed.

Example of Needs Formation

Let's consider a simple example. Let's say a person came to buy a new iron and wants it to be inexpensive. It is necessary how many irons he has changed over the past 5 years, how well he remembers the "Soviet" irons, which have served faithfully for a long time.

After that, bring it to an expensive iron and tell that it was created using the same technologies as the "Soviet" ones, that it will serve for a very long time. Mention that by spending once, he will save in the future. You can even start a conversation about how well he will iron his things, that he won’t have to spend money on a wardrobe, and this is a significant savings.

Thus, it is realistic to create the needs of almost every person. Moreover, in addition to the iron, the buyer can also sell water for it, and an ironing board, and crayons for cleaning the surface, and this is an increase in the average bill.

In the formation of needs, the main thing is to convincingly explain to the client why he needs (really needs!) A particular thing, how it will make his life easier and positively affect some areas of his everyday life.

The states and needs of people that arise when they need something underlie their motives. That is, it is the needs that are the source of activity of each individual. Man is a desiring being, therefore, in reality, it is unlikely that his needs will be fully satisfied. The nature of human needs is such that as soon as one need is satisfied, the next one comes first.

Maslow's pyramid of needs

Abraham Maslow's concept of needs is perhaps the most famous of all. The psychologist not only classified the needs of people, but also made an interesting assumption. Maslow noticed that each person has an individual hierarchy of needs. That is, there are basic human needs - they are also called basic, and additional.

According to the concept of a psychologist, absolutely all people on earth experience needs at all levels. Moreover, there is the following law: basic human needs are dominant. However, high-level needs can also remind of themselves and become motivators of behavior, but this happens only when the basic ones are satisfied.

The basic needs of people are those aimed at survival. At the base of Maslow's pyramid are the basic needs. Human biological needs are the most important. Next comes the need for security. Satisfying human needs for security ensures survival, as well as a sense of the constancy of living conditions.

A person feels the needs of a higher level only when he has done everything to ensure his physical well-being. The social needs of a person lie in the fact that he feels the need to unite with other people, in love and recognition. Once this need has been met, the following come to the fore. The spiritual needs of a person are self-respect, protection from loneliness, and feeling worthy of respect.

Further, at the very top of the pyramid of needs is the need to reveal one's potential, to fulfill oneself. Maslow explained such a human need for activity as a desire to become what he originally is.

Maslow assumed that this need is innate and, most importantly, common to each individual. However, at the same time, it is obvious that people are strikingly different from each other in terms of their motivation. For various reasons, not everyone manages to reach the pinnacle of necessity. Throughout life, people's needs can vary between physical and social, so they are not always aware of the needs, for example, in self-realization, because they are extremely busy satisfying lower desires.

The needs of man and society are divided into natural and unnatural. In addition, they are constantly expanding. The development of human needs occurs due to the development of society.

Thus, we can conclude that the higher the needs a person satisfies, the brighter his individuality is manifested.

Are hierarchy violations possible?

Examples of violation of the hierarchy in the satisfaction of needs are known to everyone. Probably, if the spiritual needs of a person were experienced only by those who are full and healthy, then the very concept of such needs would have long since sunk into oblivion. Therefore, the organization of needs is replete with exceptions.

Needs Satisfaction

An extremely important fact is that the satisfaction of need can never occur on the principle of "all or nothing." After all, if this were the case, then the physiological needs would be saturated once and for life, and then the transition to the social needs of a person would follow without the possibility of a return. There is no need to prove otherwise.

Biological human needs

The bottom level of Maslow's pyramid is those needs that ensure human survival. Of course, they are the most urgent and have the most powerful motivating force. In order for an individual to feel the needs of higher levels, biological needs must be satisfied at least minimally.

Needs for security and protection

This level of vital or vital needs is the need for security and protection. We can safely say that if physiological needs are closely related to the survival of the organism, then the need for security ensures its long life.

Needs for love and belonging

This is the next level of Maslow's pyramid. The need for love is closely related to the desire of the individual to avoid loneliness and be accepted into human society. When the needs at the previous two levels are satisfied, motives of this kind take a dominant position.

Almost everything in our behavior is determined by the need for love. It is important for any person to be included in a relationship, whether it be a family, a work team or something else. The baby needs love, and nothing less than the satisfaction of physical needs and the need for security.

The need for love is especially evident in the adolescent period of human development. At this time, it is the motives that grow out of this need that become leading.

Psychologists often say that typical behavioral traits appear during adolescence. For example, the main activity of a teenager is communication with peers. Also characteristic is the search for an authoritative adult - a teacher and mentor. All teenagers subconsciously strive to be different from everyone else - to stand out from the general crowd. From here comes the desire to follow fashion trends or belong to any subculture.

Need for love and acceptance in adulthood

As a person ages, love needs begin to focus on more selective and deeper relationships. Now needs push people to create families. In addition, it is not the quantity of friendships that becomes more important, but their quality and depth. It is easy to see that adults have far fewer friends than adolescents, but these friendships are necessary for the mental well-being of the individual.

Despite the large number of diverse means of communication, people in modern society are very fragmented. To date, a person does not feel part of the community, perhaps - part of a family that has three generations, but many do not even have this. In addition, children who have experienced a lack of intimacy experience fear of it later in life. On the one hand, they neurotically avoid close relationships, as they are afraid of losing themselves as a person, and on the other hand, they really need them.

Maslow identified two main types of relationships. They are not necessarily marital, but may well be friendly, between children and parents, and so on. What are the two types of love identified by Maslow?

Scarce love

This kind of love is aimed at the desire to make up for the lack of something vital. Scarce love has a definite source - it is unmet needs. The person may lack self-respect, protection, or acceptance. This kind of love is a feeling born of selfishness. It is motivated by the desire of the individual to fill his inner world. A person is not able to give anything, he only takes.

Alas, in most cases, the basis of long-term relationships, including marital ones, is precisely scarce love. The parties to such a union can live together all their lives, but much in their relationship is determined by the inner hunger of one of the participants in the couple.

Scarce love is a source of dependence, fear of losing, jealousy and constant attempts to pull the blanket over yourself, suppressing and subjugating a partner in order to tie him closer to himself.

existential love

This feeling is based on the recognition of the unconditional value of a loved one, but not for any qualities or special merits, but simply for what he is. Of course, existential love is also designed to satisfy human needs for acceptance, but its striking difference is that it does not have an element of possessiveness. The desire to take away from your neighbor what you need yourself is also not observed.

That person who is able to experience existential love does not seek to remake a partner or somehow change him, but encourages all the best qualities in him and supports the desire to grow and develop spiritually.

Maslow himself described this kind of love as a healthy relationship between people based on mutual trust, respect and admiration.

Self Esteem Needs

Despite the fact that this level of needs is designated as the need for self-esteem, Maslow divided it into two types: self-esteem and respect from other people. Although they are closely related to each other, it is often extremely difficult to separate them.

A person's need for self-respect is that he must know that he is capable of much. For example, that he will successfully cope with the tasks and requirements assigned to him, and that he feels like a full-fledged person.

If this type of need is not satisfied, then there is a feeling of weakness, dependence and inferiority. Moreover, the stronger such experiences, the less effective human activity becomes.

It should be noted that self-respect is healthy only when it is based on respect from other people, and not status in society, flattery, and so on. Only in this case, the satisfaction of such a need will contribute to psychological stability.

It is interesting that the need for self-esteem manifests itself in different ways in different periods of life. Psychologists have noticed that young people who are just starting to start a family and look for their professional niche need respect from the outside more than others.

Needs of self-actualization

The highest level in the pyramid of needs is the need for self-actualization. Abraham Maslow defined this need as the desire of a person to become what he can become. For example, musicians write music, poets compose poetry, artists draw. Why? Because they want to be themselves in this world. They need to follow their nature.

For whom is self-actualization important?

It should be noted that not only those who have some kind of talent need self-actualization. Everyone, without exception, has his own personal or creative potential. Each person has his own calling. The need for self-actualization is to find your life's work. The forms and possible ways of self-actualization are very diverse, and it is at this spiritual level of needs that the motives and behavior of people are most unique and individual.

Psychologists say that the desire to maximize self-realization is inherent in every person. However, the people Maslow called self-actualizing are very few. No more than 1% of the population. Why do those incentives that should encourage a person to activity not always work?

Maslow in his works indicated the following three reasons for such unfavorable behavior.

Firstly, a person's ignorance of his capabilities, as well as a misunderstanding of the benefits of self-improvement. In addition, there are ordinary self-doubts or fear of failure.

Secondly, the pressure of prejudice - cultural or social. That is, a person's abilities can go against the stereotypes that society imposes. For example, stereotypes of femininity and masculinity can prevent a young man from becoming a talented makeup artist or dancer, and a girl from achieving success, for example, in military affairs.

Third, the need for self-actualization can run counter to the need for security. For example, if self-realization requires a person to take risky or dangerous actions or actions that do not guarantee success.

• What are human needs?
• What are they like?
• What are reasonable and unreasonable needs?
• Are there too many needs?

Diverse world of needs

By the 5th grade, you already know a lot and can do it. Surely one of you goes in for music, sports or dancing, is interested in the life of prominent people, goes to theaters, museums, concerts, travels with your parents to different cities. And, of course, you have a need to read a book, help adults with the housework, protect the weak. In all this, your “I”, your inner world, is manifested.

Needs play an important role in our lives, if there were no needs, there would be nothing that surrounds us now - houses, bridges, paintings, temples, airplanes and computers. (People would simply have no reason to create all this.)

We advise you to remember!
Needs are various useful goods that people need. For example, food and clothing, care and love, friendship and mutual assistance, music and sports, study and communication, travel and much more.

Human needs are very diverse. These are the simplest needs: to eat, drink, have a roof over your head. And more complex: the need for security, for love and friendship, for self-respect and respect for others, for knowledge and understanding, for beauty, harmony and justice...

Needs are reasonable (genuine) and unreasonable (imaginary). Reasonable are such needs, the satisfaction of which brings benefits to a person, and unreasonable - harm. The need for alcohol or tobacco is unreasonable, but wanting to play sports or help your parents clean the apartment is reasonable.

Interesting Facts
Smoking kills six people a minute. The lives of Russians aged 35 to 69 have been reduced by 20 years on average due to smoking. Smokers are 1.7 times more likely to become deaf. The number of smoking teenagers aged 13 to 15 worldwide reaches 14%, but two-thirds of them want to get rid of this bad habit.

Today, many countries almost universally prohibit smoking in public places. Fight this bad habit and in Russia.

Unreasonable needs do not contribute to the improvement and development of man, they harm society.

What unreasonable human needs are denounced by posters? Why is it necessary to fight them?

For example, drug addiction has become a disaster for all mankind. Thousands of young people, full of strength and health, fall mortally ill, many die.

Needs are also divided into material needs (needs for things and objects): food, housing, clothing, a laptop, etc.; social (related to the fact that a person lives in a society among people): the need for communication and collectivism, friendship, love, protection of the weak, mutual assistance, the need for care, respect, etc .; spiritual (associated with the knowledge of the surrounding world and oneself): the need to know the meaning of one's existence, in new knowledge and impressions, in travel, in creativity, in painting, music, sports, dancing, in the pursuit of self-improvement.

What type of need is this? Is it material or spiritual? Justify your answer.

Emergence of needs

Material needs arose first of all, as people had to fight for survival before showing mercy or studying the world around them.

Spiritual and social needs appeared, apparently, simultaneously. Rock paintings of primitive man, figurines of people and animals, all kinds of decorations, ritual hunting dances appeared simultaneously with ancient burials, the exchange of gifts, and the manifestation of care for children, the elderly and the disabled.

Are there many needs?

Satisfying his needs, a person improved the tools of labor, built family relationships, decorated the home, strengthened the defense capability, developed state relations and did many things to make society better. Therefore, needs are the engine of the development of human society.

But not always. It happens that a person's needs increase beyond measure. A person has not had time to satisfy some needs that help him arrange his life more comfortably, as new, even more urgent ones arise. Remember the story of the golden fish. First, the old woman wanted a new trough, and when it appeared, the needs began to grow beyond measure - a new hut instead of a dugout, then - a columned noblewoman with an estate, a free queen with a palace. In the end, the old woman wanted to be the mistress of the sea. Here the fairy tale ends. The old man returned, and the old woman sits at the broken trough. It turns out that she swung at something that she really didn’t need!

Expansion and elevation of needs

Material needs are the lowest needs, while social and spiritual needs are the highest. In your life, you need to strive to satisfy higher needs. This is called the elevation of needs.

For example, first you need to eat (material need), and then read a book (spiritual need).

Needs are not only rising, but expanding. Unlike animals, which have a constant range of needs, human needs are constantly expanding. In each subsequent historical epoch, human needs became more and more diverse. Primitive man was content with game, roughly roasted at the stake. Modern lovers of delicious food can eat the same bird, but grilled and seasoned with many spices and sauces.

You should strive to expand your needs: read books, listen to music, play sports, go to theaters and museums...

Summing up
Needs are the various goods that people strive for. Human needs are very diverse, they characterize his inner world. Man is inherent in the elevation and expansion of needs.

Basic terms and concepts
Needs, the rise of needs.

Test your knowledge

1. What are needs? Choose synonyms for the word "needs".
2. What are the needs? Give examples of different types of needs.
3. Explain what “needs expand and rise” means. How have your needs changed with age?
4. Think: what type does altruism belong to - the need to sacrifice oneself for the sake of another?
5. Can you manage your needs? How exactly?

Workshop

1. Give examples from the history of primitive society that prove that material needs arose first.
2. List your top ten needs. Which of them are material, social, spiritual?
3. Make a plan to uplift and expand your needs.
4. The heroes of the book by Nikolai Nosov "Dunno on the Moon" end up on Fool's Island. The inhabitants of this island were engaged only in what they ate, slept, rode rides and watched horror films and gradually turned into sheep. What needs were met by the inhabitants of Stupid Island, and which were not? What did the author want to say by turning them into sheep?